Commercial Director job description

When you join Ancestry, you join a human-centered company where every person's story is important We believe that by discovering the struggles and triumphs of our past, we can foster deeper bonds and more meaningful connections among families and communities. Our talented team of scientists, engineers, genealogists, historians, and storytellers is dedicated to empowering customers around the world from all backgrounds on their journeys of personal discovery.

With more than 30+ billion digitized global historical records, 125+ million family trees, and 22+ million people in our growing AncestryDNA database, Ancestry helps customers discover their family story and gain a new level of understanding about their lives. Passionate about dedicating your work to enriching people's lives? You belong at Ancestry.

As Director of Product Commercialization - Genealogy, you will help lead strategic, cross-functional projects to success. You will understand and evaluate our business to develop revenue generating commercialization strategies. In order to be successful, you will have a wide range of skills, including: evaluating consumer monetization, analyzing our subscription business performance and identifying opportunities to enhance purchase and retention. A well-rounded consulting mindset set, collaborative nature, analytical skills and deep B2C subscription brand experience will be highly valued.

This role will be a key member in Product Commercialization, a highly visible, high performance team requiring a relentless pursuit for excellence and ability to navigate large sets of information to drive the company mission. You will influence our enterprise product and commercialization strategy by collaborating closely with our Product, Engineering, Marketing, Legal, Communications and Finance teams. This role will report to our Senior Director of Product Commercialization and Operations.

What You Will Do:Develop and drive revenue generating strategies with a customer-centric perspective and contribute to roadmap creation Develop business cases and implementation plans for global commercial and go-to-market strategies including, market analysis, messaging, positioning, customer segmentation, pricing and packaging strategies Generate new ideas for customer acquisition and retention initiatives based on analysis of internal, customer, and third-party research/data Be recognized as an expert of our products and build strong partnerships with cross-functional teams including Product Management, Science, Operations, Market Research, Finance, Creative, CRM, Public Relations, Customer Research and Legal.

Who You Are:A collaborative leader with proven success in developing and implementing cross-functional strategy, go-to-market planning and/or customer experience programs8+ years of product or marketing experience, with the ability to create a work plan, manage scope, collaborate with multiple stakeholders, and take ownership - driving a project from start to finish4+ years experience in financial and/or data driven roles, building hypotheses, identifying data needs and analyzing data to define strategies for businesses (subscription businesses, ideally) Enthusiasm in collaborating across functions, managing stakeholders across the organization and influencing without formal authority Demonstrated experience developing and presenting clear, concise recommendations, outlining alternatives, financial implications, and key decision criteria Well-rounded business acumen and ability to connect disparate data points into a meaningful story Thrives working in a fast paced and quickly changing environment with ability to handle multiple projects simultaneously with minimal mentorship Relevant experiences: Pricing & Packaging Strategy, Testing & Optimization, Business Consulting/Development, Marketing Planning, Consumer and Marketing/Analytics

(Colorado only*) Minimum salary of $134,000/year + eligible for bonus, equity, and comprehensive benefits including health, dental and vision. Read more about our benefits HERE.
*Note: Disclosure as required by sb19-085(8-5-20)
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Additional Information:
Ancestry is an Equal Opportunity Employer that makes employment decisions without regard to race, color, religious creed, national origin, ancestry, sex, pregnancy, sexual orientation, gender, gender identity, gender expression, age, mental or physical disability, medical condition, military or veteran status, citizenship, marital status, genetic information, or any other characteristic protected by applicable law. In addition, Ancestry will provide reasonable accommodations for qualified individuals with disabilities.
All job offers are contingent on a background check screen that complies with applicable law. For San Francisco office candidates, pursuant to the San Francisco Fair Chance Ordinance, Ancestry will consider for employment qualified applicants with arrest and conviction records.
Ancestry is not accepting unsolicited assistance from search firms for this employment opportunity. All resumes submitted by search firms to any employee at Ancestry via-email, the Internet or in any form and/or method without a valid written search agreement in place for this position will be deemed the sole property of Ancestry. No fee will be paid in the event the candidate is hired by Ancestry as a result of the referral or through other means.

At Berkeley Lights, we help scientists around the world find the biology that cures disease. We do this through our propriety system technology that screen thousands of live single cells in parallel for use in various applications including antibody discovery, cell line development, T-cell analysis, and synthetic biology. So, what does this mean for our customers in the biopharma, CRO/CDMO and academic space? It means the capabilities we have developed represent a technological leap in high-throughput screening and can be used to unlock new insights in functional biology research and dramatically accelerate therapeutic discovery, development, and manufacturing from hours or days-not weeks or months.

Being a part of Berkeley Lights means being a part of the biology revolution we are living in. You will help create outcomes for enabling better human health. We do this through being innovative, customer centric and committed to quality in all we do. We seek out others to join our team who are passionate, highly collaborative and dedicated to deliver that next technology breakthrough.
We welcome you to consider joining us on this incredible journey.

The Director, Commercial Operations will be responsible for leading Berkeley Lights' (BLI) Sales & Operations Planning process. This individual will lead the sales and operations planning cycles, articulate a vision for how to improve our processes, and drive that vision through to execution and success.

This role reports to the SVP, Platform leader and will work with a cross-functional teams to achieve business goals. This role will lead our Commercial Operations center of excellence and be a strategic business partner for our Sales and Marketing functions. You will play a pivotal role enabling organization alignment and data driven decisions.

Berkeley Lights, Inc. is enabling precise cell by cell selection and manipulation to empower cell line development, antibody discovery and engineering, synthetic biology, and development of personalized cellular therapies. Founded in 2011, BLI is delivering breakthrough platforms and devices that fundamentally change the way biological processes are done. Our technology is revolutionizing how scientists and researchers study the interaction of cells and transform and accelerate biologics and cellular therapies.
ResponsibilitiesRun the Sales and Operations Planning process, including leading a cross-functional team, driving process discipline, ensuring error-free reporting, and keeping all stakeholders informed Lead the company's Salesforce.com strategy and team to create dashboards and provide real time analytics for organizational visibility and transparency into commercial and solution performance across pipeline, forecasts, quota attainments, marketing campaigns, and other go-to-market initiatives.Drive accuracy in our models and create a roadmap for how our tools and methods should evolve, in close partnership with Finance and delivery teams Defining sales process steps to improve conversions, shorten sales cycles, and maximize wins Using “big data,” complex data sets requiring sophisticated analysis, for advanced interpretation and predictive analytics to drive strategy and actions Build and manage pipeline to bookings model and targets across territories and teams Operate in sync with the finance organization around booking and revenue forecasts, talent management, and Commercial Organization investments from monthly reviews to annual planning cycles.Provide proactive suggestions, backed up with strong analysis and identifying opportunities to improve strategic decision making, operational efficiency and productivity Own the territory management process from ICP definition, lead routing, segmentation, and strategic account management.Lead development and execution of BLI's demand/supply capacity planning process Possess deep understanding of the links between demand forecast, production forecast, and financial forecast and help to improve those linkages Build strong business partnerships and collaborate with leaders of all levels and functions cross-functionally, educate cross-functional partners on the Sales and Operations Planning process and engage them in the ongoing process as appropriate
RequirementsBachelors degree and 8-10 years of experience or revenue, commercial or sales operations and/or similar roles Knowledge of demand forecast modeling methods, supply capacity modeling methods, and S&OP processes in an 'engineered to order' manufacturing environment Proven track record of creating, managing, and delivering successful outcomes on cross-functional projects Extensive knowledge of SFDC, business intelligence tools, and best practices utilizing them to drive cross functional transparency Strong communication skills, both written and oral, including tailoring messaging as required for varying level of audiences Experience managing multiple workstreams effectively Project management skills Excel, PowerPoint
Preferred QualificationsMBA or other Master's degree credential preferred Experience in a biotechnology, life sciences, or pharmaceutical company a plus Tableau experience a plus
The California Consumer Privacy Act (CCPA) is effective January 1, 2020. Please read our California Consumer Privacy Act Disclosure Form regarding the CCPA and Berkeley Lights' required disclosures about the collection of personal information.

Our success is reliant on building teams that include people from different backgrounds and experiences who can elevate assumptions and ideas with fresh perspectives. We're dedicated to hiring the whole human, not just a resume. To that end, we look for a diverse pool of applicants-including those from historically marginalized groups. We would like to invite you to apply even if you don't think you meet all of the requirements listed below. We don't want a few lines in a job description to get between us and the opportunity to meet you.
About the Team
Our Commercial Account Executive team is responsible for managing the deal cycles from generation through to close for our customers in our Commercial space. Our team works closely with the Sales Development Representatives and Solution Consultants assigned to our territory. Our team enjoys learning new sales trends & methodologies, going to industry events, subscribing to blogs/podcasts, reading books, and researching case studies so we can grow together. Our team works closely together to champion our customers, share success stories, and in our daily team huddles we celebrate our wins and share goals.

Role
The Commercial Sales Director will lead a team of 6-8 Commercial Account Executives who land and expand. As an integral member of the sales leadership team, your prior experience will be valued in this fast growing organization where everyone rolls up their sleeves to achieve the ambitious, yet attainable goals we achieve every year. In this role you will serve as an active member of the Sales Leadership team and build strong, collaborative relationships throughout the Sales, Support, Pre-Sales, and Success organizations. You will assess the needs of our customers and gather user feedback to improve upon existing solutions and design and iterate sales processes and operations.

Your Daily Adventures Will Include Supports direct reports by participating and leading in client and prospect meetings or engaging other corporate resources as required. Ongoing development of sales team which includes recruiting, hiring and training new reps on the Outreach sales process. Conducts weekly forecast meetings. Coaches direct reports re: strategies to drive closure Reports on sales activity and forecast to the Regional Vice PresidentConsistently monitors the sales activity of the team, and tracks the results Collaborate with sales enablement, marketing, product and technology business leaders to ensure optimal support of sales activity.Assess the needs of our customers and gather user feedback to improve upon existing solutions and design and iterate sales process and operations.
Basic Qualifications2 plus years of outstanding results in leading team(s) at sales organizations, delivering new customer growth Results-driven coach, mentor and role model who manages and develops best-in-class talent and drives group results through teamwork and individual performance improvement Proven ability driving process improvements while leveraging strong problem solving and analytical skills Demonstrated, proven success in lead generation, prospecting, contract negotiation and closing customers Proven ability to build positive relationships and influence. Strong communication and interpersonal skills; ability to be personable yet persistent Experience leveraging Salesforce.com
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Why You'll Love It Here

• Generous medical, dental, and vision coverage for full-time employees and their dependents
• Flexible time off
• 401k to help you save for the future
• Company-organized and personal paid volunteer days to support the community that supports us
• Fun company and team outings (or virtual events these days!) because we play just as hard as we work
• Diversity and inclusion programs that promote employee resource groups like OWN (Outreach Women's Network), AAPI, Rainbow (LGBTQIA+), Gender+, LatinX, Black Excellence, Disability Community, and Veterans
• A parental leave program that includes not just extended time off but options for a paid night nurse, food delivery, gradual return to work, and the Gottman Institute's Bringing Home Baby course for new parents
• Employee referral bonuses to encourage the addition of great new people to the team
• Plus, unlimited snacks and beverages in our kitchen
• We're an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status